It’s another Monday morning, and you find yourself surrounded by yawning colleagues, open laptops, and Starbucks disposable cups in the conference room while your sales manager drones on with the latest numbers and pipeline update. […]
If you’ve spent any time in sales at all, you likely know that there is a right way and a wrong way to run a sales role-play exercise. Role-plays and are an incredibly powerful sales […]
Want to hear your sales team groan? Tell them that it’s time to do sales role-plays. It’s the activity that sales professionals love to hate because they always seem to feel awkward and uncomfortable. Role […]
By “everyone,” I mean not all sales managers, directors, or even executives are fit to become sales coaches. There are plenty of reasons why this may be the case, but you might find yourself in […]
Dashboards and analytics give sales managers, sales coaches, and marketers a great deal of insight into the performance of reps, but sometimes there’s really no substitute for actually listening to phone calls. Call recordings allow […]
The importance of sales coaching has been proven. Surprisingly, only 21.7% of sales managers have implemented a formal coaching program for their teams. Part of the problem is that managers find it difficult to find […]
Of all the challenges sales leaders face, retaining developed reps has to be one of the hardest. The amount of time and money you save by keeping a team of dedicated, high-performing reps is massive […]
It seems that every day, more and more research appears that touts the benefits of sales coaching. One recent study even found that firms with well-implemented sales coaching strategies grew revenue nearly 17 percent faster […]
Investments in sales management training has soared over the last two decades, with U.S. corporations alone spending $15 billion each year, according to the Harvard Business Review. With such high amounts being spent, businesses are […]
Not long ago, when we were putting together our eBook The Complete Guide to Inside Sales Analytics, I reached out to several sales experts and asked them what they thought the most underrated sales metric was. One of the […]
The days of long ramp periods for sales reps are coming to an end. In this highly competitive sales landscape, there’s little time to wait. That’s why it’s absolutely vital for sales managers to help reps drive pipeline […]
If you want to succeed as an inside sales manager, you can’t be afraid to get into the weeds with your team. You need to understand your reps’ process. You need to gauge the individual strengths […]
